Agenda

All times listed are Eastern.

Wednesday, March 20, 2024
Thursday, March 21, 2024
10:00 am – 10:10 am
Conference Day 1 Opening Remarks
Hosts: Joe Sabatino, Founder, BehindTheTalk
Gerhard Gschwandtner, Founder and CEO, Selling Power
10:10 am – 10:30 am
TBA
Speaker: Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development
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TBA

Speaker: Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development
10:30 am – 10:40 am
Networking Break
10:40 am – 11:10 am
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Using AI to Build Skill in Sales Conversations: What Science and 600,000 Role Plays Tells Us About How Salespeople Learn, How to Inspire Practice, and How to Overcome Forgetfulness
Speaker: Stefanie Boyer, Professor of Marketing, Bryant University
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Using AI to Build Skill in Sales Conversations: What Science and 600,000 Role Plays Tells Us About How Salespeople Learn, How to Inspire Practice, and How to Overcome Forgetfulness

Join global business leaders at the Sales 3.0 Sales Transformation Summit, where Dr. Stefanie Boyer, RNMKRS Chief Science Officer and Bryant University Professor, will share insights from two decades of research on the science of learning and sales. Discover how AI technology and automation enhance conversation practice and feedback, drawing from data pulled from 600,000 role plays. This session offers insights into what research tells us about the future of sales training, improving learning efficiency, and boosting memory retention for sales professionals. Don't miss this game-changing session!

Speaker: Stefanie Boyer, Professor of Marketing, Bryant University
11:10 am – 11:20 am
Networking Break
11:20 am – 11:50 pm
TBA
Speaker: TBA
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TBA

Speaker: TBA
11:50 am – 12:00 pm
Networking Break
12:00 pm – 12:30 pm
TBA
Speaker: Teri Long, VP of Revenue Enablement, Mindtickle
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TBA

Speaker: Teri Long, VP of Revenue Enablement, Mindtickle
12:30 pm – 12:40 pm
Networking Break
12:40 pm – 1:10 pm
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Transforming the Sales Funnel with AI
Speaker: Cherilynn Castleman, Managing Partner/Executive Coach, CGI
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Transforming the Sales Funnel with AI

In an era where technology is redefining the boundaries of possibility, the sales industry stands at the forefront of one of the most significant transformations. "Transforming the Sales Funnel with AI" is a groundbreaking keynote presentation that delves into the heart of this evolution, showcasing how Artificial Intelligence (AI) is revolutionizing the sales funnel to achieve unprecedented outcomes.

Key Takeaways:
  • AI Integration Across the Customer Journey: Discover the seamless integration of AI, from initial discoverability to personalized engagement, revolutionizing customer interactions.
  • Automated Efficiency: Learn how AI-driven sales funnels automate lead nurturing, enhancing efficiency and reducing costs.
  • Personalized Experiences with AI Chatbots: Explore how AI chatbots personalize the buyer's journey, significantly boosting conversion rates by meeting unique customer needs.
  • Enhanced Customer Experiences: See how AI's personalization capabilities lead to improved customer satisfaction and loyalty.
Speaker: Cherilynn Castleman, Managing Partner/Executive Coach, CGI
1:10 pm – 1:20 pm
Networking Break
1:20 pm – 1:50 pm
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Beyond Talk: Turning Revenue Operations Discussions into Results
Speaker: Hassan Mahmood, Co-Founder and President, Voiant Group
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Beyond Talk: Turning Revenue Operations Discussions into Results

In this dynamic session, we will unravel the four key capabilities that transform your revenue operations engine from a discussion among leadership to a concrete action plan. Discover how operations management, integrated insights, successful enablement, and a consolidated tech-stack converge to unify sales, marketing, and customer success.

To achieve true unification across business units, we'll walk you through the steps to achieve these four pre-requisites that need to be accomplished before the migration to a truly advanced revops model can fully be deployed. You'll learn how to:
  • Gain agreement on critical measures across the organization.
  • Earn trust amongst the participants.
  • Learn to define ownership of the tech-stack.
  • Understand how to implement a culture of continues improvement planning.
Embark on a journey towards a truly advanced revops model by mastering these prerequisites. This session is your guide to understanding and implementing a strategy to position your organization for sustained growth.

Speaker: Hassan Mahmood, Co-Founder and President, Voiant Group
1:50 pm – 2:00 pm
Networking Break
2:00 pm – 2:30 pm
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How Training and Coaching Will Transform Your Team
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group
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How Training and Coaching Will Transform Your Team

Instead of asking, "How do I achieve budget?" ask yourself, "How can I train and coach each member of my team to achieve 10% more?"" If you do the math, it will be way more than your budget! In this session, you'll learn how to optimize core aspects of learning and engagement to improve your team's performance. The four pillars of an effective training and coaching program are education, entertainment, facilitation, and coaching. Get the tools, templates, and courseware to instantly strengthen your influence, inspire your team, instill a passion for growing, and, most importantly – take your team to new levels of success!

Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group
2:30 pm – 2:40 pm
Networking Break
2:40 pm – 3:10 pm
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New Research: How High-Performance Sales Teams Win
Speaker: Spencer Wixom, President and CEO, The Brooks Group
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New Research: How High-Performance Sales Teams Win

What do successful sales organizations do to beat their sales goals—no matter what market conditions they face?

In this session Spencer Wixom, President and CEO of The Brooks Group will share new research on how successful sales leaders approach sales process, onboarding, sales training, and coaching.

Attend this session to learn:
  • Key differences between successful teams that those that underperform
  • The most effective strategies for sales process, onboarding, training, and coaching
  • Tactics to address sales skill gaps in 2024
  • Actionable tips to ensure your sales team can sell effectively in any situation
Speaker: Spencer Wixom, President and CEO, The Brooks Group
3:10 pm – 3:20 pm
Networking Break
3:20 pm – 3:40 pm
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Creating Exceptional Customer Experiences With The Right Sales Methodology
Speaker: Paul R. Butterfield, CEO, Revenue Flywheel Group
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Creating Exceptional Customer Experiences With The Right Sales Methodology

Too many revenue organizations are still focused on where their prospects are in the sales process rather than understanding where they are in their buying journey. A truly customer-centric sales methodology implemented and adopted across all customer facing teams creates an elevated customer experience that is a true competitive differentiator. The good news is there's not one "best" sales methodology but not all are equal. We'll discuss the critical components required to be effective and impactful. You'll come away with practical insights into evaluating and selecting a methodology that will allow your teams to:
  • Align with their buyers' journey
  • Stop selling and start being curious
  • Hold business conversations – not talk about product features
  • Gain access to other key players more effectively
  • Use customer inputs to improve forecasting accuracy
Speaker: Paul R. Butterfield, CEO, Revenue Flywheel Group
3:40 pm – 3:50 pm
Networking Break
3:50 pm – 4:10 pm
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The Five Immutable Laws for Success in Selling
Speaker: Willis Turner, President and CEO, SMEI
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The Five Immutable Laws for Success in Selling

In the dynamic world of sales, mastering the art of selling is not just about understanding your product or service; it's about understanding people, their needs, and how to effectively communicate the value you're offering. Drawing upon the insights from "Open the Mind and Close the Sale" by John M. Wilson & Willis H. Turner, this presentation delves into the "5 Immutable Laws for Success in Selling," providing a comprehensive guide to achieving excellence in the sales profession.

Speaker: Willis Turner, President and CEO, SMEI
4:10 pm – 4:20 pm
Concluding Remarks
Hosts: Joe Sabatino, Founder, BehindTheTalk
Gerhard Gschwandtner, Founder and CEO, Selling Power
10:00 am – 10:10 am
Conference Day 2 Opening Remarks
Host: Gerhard Gschwandtner, Founder and CEO, Selling Power
10:10 am – 10:30 am
TBA
Speaker: Brian Dietmeyer, CEO, CloseStrong
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TBA

Speaker: Brian Dietmeyer, CEO, CloseStrong
10:30 am – 10:50 am
Networking Break
10:50 am – 11:20 am
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A CEOs Perspective: AI as a Business Strategy
Speaker: Bill McDermott, President and CEO, ServiceNow
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A CEOs Perspective: AI as a Business Strategy

When Bill McDermott joined Service Now in 2019, the market cap of the company was $39 billion. Under his leadership, the value of this innovative software company has grown to $138 billion. Bill's mission is to help companies transform digital workflows and create a frictionless work experience. He believes that AI is going to accelerate how we create new customers and deliver enhanced customer experiences. Service Now is currently working on 11 AI pilots and Bill believes that AI technology plays a vital role in driving sales and in the creation of a better future.

Speaker: Bill McDermott, President and CEO, ServiceNow
11:20 am – 11:30 am
Networking Break
11:30 am – 12:00 pm
TBA
Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital
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TBA

Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital
12:00 pm – 12:10 pm
Networking Break
12:10 pm – 12:40 pm
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Strategies for Effective Sales Transformation: Building a Behavior-Driven Sales Culture
Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
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Strategies for Effective Sales Transformation: Building a Behavior-Driven Sales Culture

Unveil the secret to successful sales transformation through strategic behavioral changes and innovative leadership.

The heart of a sales transformation is built on behavioral changes that replace past methodologies, strategies, and tactics. Any transformation must be treated as a major change initiative. Part of this requires that sales leaders win the hearts and minds of their teams. When you have done something for a long time, it can be difficult for salespeople who believed what they were doing was right, only to discover it is no longer the right way to sell. Sales leaders and sales managers must work closely with their teams, teaching, training, supporting, and coaching their sales teams as they work on building new competencies and skills.

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
12:40 pm – 12:50 pm
Networking Break
12:50 pm – 1:20 pm
TBA
Speaker: TBA
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TBA

Speaker: TBA
1:20 pm – 1:30 pm
Networking Break
1:30 pm – 1:50 pm
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Leveraging Sales Technology to Bring More Humanity to Selling
Speaker: Seth Marrs, Research Director, Forrester
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Leveraging Sales Technology to Bring More Humanity to Selling

AI sales use cases tend to focus on how it will take away work from sellers and eventually automate their jobs. This dystopian view is unlikely as people have an innate need to engage with other people, which will focus AI on removing the work that prevents engagement, adding more weight to a seller's ability to connect with buyers. In this session, we will discuss this AI transformation and the way you can use this technology to bring more humanity to selling.

Speaker: Seth Marrs, Research Director, Forrester
1:50 pm – 2:10 pm
Networking Break
2:10 pm – 2:40 pm
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Prospect by Interview
Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link
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Prospect by Interview

Starting conversations with key decision-makers is professionals' number one challenge regarding their business development efforts. The number two challenge is starting that conversation with high trust and credibility.

While there are many ways to prospect, this innovative approach is incredibly engaging, builds rapport with your buyers, elevates their voice, helps uncover their challenges, and opens up discovery conversations on a consistent basis.

In this program, you will learn the following:
  1. How to use LinkedIn to find and schedule interviews with your 1st and 2nd-level connections
  2. Steps to turn the interview into an ebook
  3. Leverage the ebook to get interviews with other prospects for future ebooks
  4. Schedule an insights/discovery call based on what you learned during the interview
Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link
2:40 pm – 2:50 pm
Networking Break
2:50 pm – 3:10 pm
TBA
Speaker: Brendan Loucas, CEO, OWL AI
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TBA

Speaker: Brendan Loucas, CEO, OWL AI
3:10 pm – 3:20 pm
Networking Break
3:20 pm – 3:50 pm
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How Sales Growth Drives Sales Transformation
Speaker: David Cichelli, Revenue Growth Advisor, The Alexander Group Inc.
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How Sales Growth Drives Sales Transformation

The world of sales excellence teems with suggested solutions. How often do you hear: "You will achieve great results if you only improve: sales process, deployment, talent, CRM, sales supervision and many more." Unfortunately, there are more "solutions" than problems. The hidden secret to sales excellence is the rate of sales growth. Use the Revenue Growth Model™ to transform your sales organization through the four phases of growth: start-up, scaling, re-evaluation and optimization. Pick the right solutions for your revenue team as your revenue grows.

Speaker: David Cichelli, Revenue Growth Advisor, The Alexander Group Inc.
3:50 pm – 4:00 pm
Concluding Remarks
Host: Gerhard Gschwandtner, Founder and CEO, Selling Power